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Author: Girish Patel
Publisher: Notion Press
ISBN: 1646506618
Category : Business & Economics
Languages : en
Pages : 151
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Book Description
Key points Ideas are around us to work on. What is needed is the hunger to work and succeed. The biggest strategy of this business is to keep meeting new people regularly. Most people don’t grow because of the fear or hesitation of meeting new people. No book or training can help you overcome this fear. You need to overcome it on your own. The use of technology can save time and energy. Whether you get any business or not, you must keep trying, keep in touch and maintain relationships. Maintain your work speed by analysing the finished work at regular intervals. It is more effective if the data is correct and relevant. You need to have patience; big businesses take more time. Follow up is the key to success in this business. Phone calls and emails are not alternatives to personal meetings. Face-to-face meetings are the best. All the others are only supportive methods. The main reason behind the unprecedented success of the client meeting was the selection of an appropriate speaker. We did not compromise on that. Instead of measuring the result strictly in terms of money, it should also be measured by the accomplishment of the responsibility of spreading the awareness of life insurance at the right time amongst people. Life insurance sells through relationships. Hence, knowing new people and building long-term relationships is real work. Talk to people about them. Don't tell them about yourself until they ask you. People get impressed by others who are richer than them, and they like to make and maintain relationships with them. Hence, dress impeccably and possess the best possible accessories. People like you first and then your product.
Author: Girish Patel
Publisher: Notion Press
ISBN: 1646506618
Category : Business & Economics
Languages : en
Pages : 151
Get Book Here
Book Description
Key points Ideas are around us to work on. What is needed is the hunger to work and succeed. The biggest strategy of this business is to keep meeting new people regularly. Most people don’t grow because of the fear or hesitation of meeting new people. No book or training can help you overcome this fear. You need to overcome it on your own. The use of technology can save time and energy. Whether you get any business or not, you must keep trying, keep in touch and maintain relationships. Maintain your work speed by analysing the finished work at regular intervals. It is more effective if the data is correct and relevant. You need to have patience; big businesses take more time. Follow up is the key to success in this business. Phone calls and emails are not alternatives to personal meetings. Face-to-face meetings are the best. All the others are only supportive methods. The main reason behind the unprecedented success of the client meeting was the selection of an appropriate speaker. We did not compromise on that. Instead of measuring the result strictly in terms of money, it should also be measured by the accomplishment of the responsibility of spreading the awareness of life insurance at the right time amongst people. Life insurance sells through relationships. Hence, knowing new people and building long-term relationships is real work. Talk to people about them. Don't tell them about yourself until they ask you. People get impressed by others who are richer than them, and they like to make and maintain relationships with them. Hence, dress impeccably and possess the best possible accessories. People like you first and then your product.
Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 1119144760
Category : Business & Economics
Languages : en
Pages : 311
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Book Description
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
Author: Claude Whitacre
Publisher: CreateSpace
ISBN: 9781484907771
Category : Business & Economics
Languages : en
Pages : 168
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Book Description
The Ultimate Solution To Stop The Unending Follow Up Cycle Once And For All! Imagine Closing 80-90% Of Your Prospects On Your First Call... Without Call Backs Or Having To Negotiate Price. One Call Closing Reveals How To Do This. Have you ever had a prospect give you any of these objections? "I want to think about it" "I need to talk to my lawyer/brother/spouse before I go ahead with this" "I can't afford it" "I can buy it cheaper at (your nasty competitor)" "We always sleep on it before we decide" Are you tired of talking to prospects that won't ever buy, and string you along? Does It make you sick to tell your loved ones "It's a number's game, I'll get the next one"? That all ends now. Start Increasing You Sales by 200-500% The Insider's Guide To Closing Sales: Secrets Your Sales Manager Will Never Tell You And Probably Doesn't Know. You have been lied to by Sales Trainers and Sales Gurus. Stop listening to Sales Trainers that only close sales in their dreams. Stop reading sales books by authors who have never made a sale. Inside you'll discover: The closing myths sales trainers tell you that are hurting your sales How to prepare the customer to buy, even before they see you. The best way to discuss price, and when to bring it up. What not to tell prospects, that will guarantee they won't buy. You're doing it now. How to handle competition, and make it irrelevant When to answer objections. It's not what you've been taught. All the questions you need to ask for the customer to close themselves. And yes..... The Single Most Profitable Answer To Any Buying Objection You Will Hear.. Every method in the book is proven in the field. Everything taught has been used successfully in thousands of sales presentations. Everything you read here works. Most sales books are like digging a ton of dirt for a few nuggets of gold. If you seriously want to increase your sales, and make closing in one call a habit...You have just hit the Motherload. "The Only Thing You Won't Be Able To Close...Is This Book"
Author: Anthony Iannarino
Publisher: Penguin
ISBN: 0735211698
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Author: Brenda Warner
Publisher: Thomas Nelson Inc
ISBN: 0849947197
Category : Biography & Autobiography
Languages : en
Pages : 385
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Book Description
Brenda Warner is best known as the outspoken wife of NFL superstar Kurt Warner. But years earlier, she found herself living through any woman's nightmare: a healthy baby tragically injured in the bathtub; a sudden end to a career she loved; betrayal and divorce; poverty; public humiliation; a deadly natural disaster that destroyed her foundation and shook her to her core. One shattering phone call at a time, Brenda Warner's life came to resemble little of her dream.
Author: Cathleen Armstrong
Publisher: Revell
ISBN: 1441245081
Category : Fiction
Languages : en
Pages : 298
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Book Description
Sarah Cooley has come home to Last Chance, New Mexico, for one reason--because it doesn't change. After an engagement gone bad with a man who wanted to change everything about her, Sarah is more than ready for the town whose motto may as well be, "If it ain't broke, don't fix it." Chris Reed, on the other hand, wants nothing more than to spark some change in the little town. As the new owner of the Dip 'n' Dine, he's shaking things up to draw folks from all over the Southwest into his restaurant. As it turns out, the winds of change are blowing into Last Chance--just not in the ways that Sarah or Chris might expect. With the same evocative writing and fascinating characters that won fans for her debut novel, Cathleen Armstrong invites readers back to Last Chance for a soul-searching, romantic story of two people navigating the twists and turns of small-town life.
Author: Lisa Thal
Publisher: Greenleaf Book Group
ISBN: 1632990962
Category : Business & Economics
Languages : en
Pages : 186
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Book Description
Maximize Your Team Meetings Creating great sales meetings week in and week out is challenging, but in Three Word Meetings, Lisa Thal helps provide some fun and interesting options to get your sales team motivated and inspired. By providing a full year of simple three-word topics that can be discussed at each weekly meeting, the author has created an actionable plan for improving the much-maligned gatherings. She has done the work for you—just add or adjust content as you see fit. No matter what industry you’re in, you will benefit from the author’s knowledge and expertise.
Author: Taki Moore
Publisher:
ISBN: 9781539941675
Category :
Languages : en
Pages : 200
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Book Description
Million Dollar Coach is the must-have resource for coaches. Increase the income you earn, work when and how you want, watch your clients get incredible results...... and become empowered to live a life of massive personal freedom. Million Dollar Coach is designed to shift these issues you may be experiencing such as: * Too many coaches hit an income ceiling, and never make the kind of money (or the kind of impact) that they are capable of. They get stuck at one of the 3 plateaus: Survival, Stability or even Success * Most coaches blame themselves, and try to work on their MINDSET - But nothing changes because it's not your mindset that's the problem. It's the MODEL that needs to change. * The model that you bought into when you started your coaching business is completely unscalable (Manual prospecting to get a few leads, followed by one-to-one selling and dealing with objections, excuses and stalls... and time-for-money coaching so there's never any time for you). * For the last 5 years, the author has been working with a select group of coaches, taking them from Stability to Success and Scale. Taki Moore has a very new approach and he shares the very best of what is working for them to become a Million Dollar Coach. This book is essential reading for coaches of all types and experience-levels and is of particular value for anyone looking to start a coaching business to short cut growing pains and quickly rise to become a Million Dollar Coach.
Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 1119312574
Category : Business & Economics
Languages : en
Pages : 327
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Book Description
The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).
Author: Dr. James M Perdue
Publisher: WestBow Press
ISBN: 1449768695
Category : Self-Help
Languages : en
Pages : 206
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Book Description
At age sixteen, James grew-up fast when his father died. He played baseball in high school and received a college scholarship. Concerned about his mother and brothers, he hoped his athletic talent would lead to a financially successful professional baseball career. Then, one day, while playing a pick-up football game, James was seriously injured and diagnosed a quadriplegic. He asked the doctor, How bad is it? The doctor responded, Bad enough. Youll never walk again and possibly not move from the neck down. Thankfully, God placed James within a family that didnt accept such advice. After years of hard work, fortitude, and perseverance, he was able to return to college. After completing his bachelors degree, it took him three years to land a teaching contract. Prospective employers saw the wheelchair not the applicant. As an educator, James received teaching and coaching awards. Confident, he decided to return to college. After completing his doctoral degree in May 2011, James became a motivational speaker encouraging other people to triumph over tragedies. He knows all of this would not have been possible without God in his life, his familys support, and his personal values the desire to succeed in life and overcome adversities.
